How to make you more central? The role of guanxi and interaction

Abstract

Purpose

Many studies have investigated dynamic positions and their importance, but there is less attention paid to how to enter more central positions. Interorganizational relationships are an important factor in network structural change. In Chinese society, firms allocate significant human, financial and material resources towards cultivating guanxi. The purpose of this study is to explore whether and how the three aspects of guanxi, namely renqing, ganqing and xinyong, can make firms more central, and to examine the mediating role of interaction.

Design/methodology/approach

The study used a mixed method to collect data from 256 Chinese Cops (complex product systems) firms. And, hypotheses were tested using SPSS 25.0 and AMOS 26.0.

Findings

The results indicate that renqing, ganqing and xinyong have significant positive effects on the increase in centrality, but with varying magnitudes. Additionally, the interaction was found to mediate the relationship between the three aspects of guanxi (renqing, ganqing and xinyong) and the increase in centrality.

Originality/value

The study provides new insights to help firms become more central by combining guanxi (renqing, ganqing and xinyong) with change in centrality, enriching the literature on network dynamics and guanxi-related research. Moreover, the study provides managers with a clear understanding of how to use guanxi to make the firm more central in situations with limited resources.

Citation

Yang, N., Wang, Y., Zhang, M. and Xie, C. (2024), "How to make you more central? The role of guanxi and interaction", Journal of Business & Industrial Marketing, Vol. 39 No. 8, pp. 1788-1799. https://doi.org/10.1108/JBIM-08-2023-0461